September 17, 2020

Corporate Bonuses in the Age of COVID-19

by Michelle Seger We recently received a question from a Chief Operating Officer that I’m sure will resonate this year with sales leaders and executives. “Do […]
September 8, 2020

To Cap or Not to Cap: Practices for Governing Sales Compensation Payouts

Want to start a spirited debate about sales compensation? We’ve seen that Finance and Sales often have differing opinions on sales comp. A particularly thorny area […]
September 1, 2020

Should We Pay Our Salespeople on Bookings or Billings?

Driving the Right Behaviors with Your Comp Plan by Michelle Seger We recently received a question from a sales operations leader who reviewed the Sales Compensation […]
August 17, 2020

The New Normal: What Lies Ahead for Sales

by Michelle Seger COVID-19 has changed day-to-day life as most of us know it, and the sales profession is no exception. We’re hearing a lot about […]
June 22, 2020

Sales Design Thinking to Solve Quota-Setting Issues During COVID-19

by Mark Donnolo In my latest book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, I introduce Sales Design Thinking, a problem-solving methodology adapted from […]
June 17, 2020

Planning for Post-COVID-19 Recovery: What is Your Biggest Sales Challenge Today?

by Michelle Seger So much has happened in 2020 that has impacted businesses and sales, the backbone of our global economy. To help put some perspective […]